I. Vocabulary Choose the best word or phrase a, b or c to complete the sentences 1-5.

1. Before we begin with today’s meeting let’s quickly review the _________ from last month.
(a) closing remarks (b) objectives (c) minutes
2. We ran out of time and were forced to _________ the meeting.
(a) allocate (b) address (c) adjourn
3. Please forward the _________ to anyone who is speaking at the meeting.
(a) apologies (b) agenda (c) closing remarks
4. Before the _________ there will be a private meeting for board members only.
(a) chairperson (b) conference (c) comment
5. The _________ for buying tickets to the conference is May 25th.
(a) deadline (b) grievance (c) motion
I. (B) Match the expressions (6-10) to their meanings (a-e).
6. go over your head a. accept
7. put up b. examine
8. fall in with c. not argue against
9. go along with d. deal with your boss, not you
10. look at e. set up in hotel
(C) Choose the correct prepositions from the box to complete the sentences 11-15.

about by down for from in of to with out

11. I’d like to start by setting _______ the basic facts.

12. Shall we start _______ introducing ourselves?
13. Is it OK _______ you if I start?
14. Right. Let’s get ______ to business, shall we?
15. We would be mostly dealing ______ the Chinese branch of the business.
I. (D) Match the words and phrases on the left with the explanations on the right.
16. Reservation point
17. BATNA
18. Deadlock
19. Split the difference
20. Giveaway
a. This is something that doesn’t really matter to you, but which you include in your opening
position statement because you may be able to trade it for something from the other party.
b. This is your best alternative to a negotiated agreement. In other words, it is what you will
still have if the negotiation fails.
c. A situation where there is no solution, because neither side can move.
d. This is your limit for a particular variable. You cannot go beyond this point.
e. To agree to a compromise half-way between person A’s figure and person B’s figure.

II. Functional Complete the sentences with the correct form of the words given.
participate deal appoint conclude stay
1. Is the exchange rate _________ at its current level?
2. Could we _________ with that point under AOB?
3. Thanks for your active _________ this afternoon.
4. The contract signifies the successful _________ of a lot of hard work over the past couple
of weeks.
5. I’m afraid I have another _________ then.
II. B. Match the sentences (6-10) with (a-e).
(a) should cancel our stand at the trade fair?
(b) make a point here?
(c) can I introduce Frank to you all?
(d) you’re saying that we should end the contract.
(e) so we’ll be finishing off our final preparations this morning.
6. Before we begin,
7. Are you saying that we
8. If I understand correctly,
9. Could I possibly
10. Right, now let’s get back to business and
II. C. Rearrange the words in the right order to make complete sentences.
11. at Thursday how 11.30 about morning?
12. questions call if meeting give a me before any have you the
13. you saying the we that increase are should budget?
14. get meeting minutes I better another 15 so I’d going have in
15. of summary company a attached financial the you find current will of status the
D. Choose the best answer (a, b, c, or d) for the following questions.
16. Which one is a formal expression when asking for information or help?
a) Do you know...? b) I need… c) I would like d) Have you got a moment?
17. Which one is NOT an expression when asking for a meeting?
a) I’d like to b) Can we meet c) Perhaps we could meet d) Could we meet next
18. Which one is an expression when ending a meeting?
a) Thank you all for coming in today. b) Thank you very much for your time.
c) I think that brings us to an end. d) I look forward to seeing you all again soon.
19. Which one is NOT an expression when asking for opinions?
a) Do you agree? b) What do you think about that? c) Would you like to give us your
views on this? d) How about if we…?
20. Which one is a formal opening sentence when sending a cover letter or email?
a) It will be nice to see you at the meeting in/or… b) I look forward to seeing you …
c) Following our recent discussions… d) Do not hesitate to contact us if

I. (A) Match the words from left to the right.

(1) consultant (a) the act of joining two or more business into one

(2) haggle (b) the start of activity

(3) compromise (c) to combine two or more things

(4) merger (d) an agreement made between two groups

(5) kick-off (e) the person employed to give advice

(f) to argue with somebody to reach agreement

I. (B) Choose the best words in the box to complete the sentences.
spare achieve bother leave conference
interrupt meeting make requests apologies

(1) We are meeting today to talk about the sales ……….. next month.

(2) I have ……….. from Cathy Roberts and Stuart Johnson.

(3) I am glad you could all ……….. it today.

(4) Sorry to ……….. but I’m afraid I have another appointment then.

(5) Let’s ……….. the length of the meeting open for now.
I. (C) Match the verbs on the left with phrasal verbs on the right.
(1) begin (a) go back over

(2) review (b) look forward to

 (3) think of (c) get down to

(4) finalize (d) come up with

(5) anticipate (e) finish off

I. (D) Write a (√) at the correct HIT columns. No 1 is done for you.
Sr Expression Have Intend Tradable
1. We can trade this against … √
2. I think we will have to agree to ….
3. We might like to ...
4. Our main concern is ….
5. I am willing to accept …. if ….
6. It is vital that…..
II. (A) Put the words in the right order to make questions.
(1) on to I’ll finance move the now sector

(2) the to confirm meeting this date is the of next

(3) time meet could week a schedule we to next?

(4) meeting to you topic I with discussing look and the forward you

(5) the telephone are a following few agenda open there our still
points conversation for
II. (B) Choose the words in the box to complete the sentences.

through on hold have at

point for agenda by confirm

(1) ……… on. Can I make a ……… here?

(2) At the beginning of the negotiation, go ……… agenda and ask ……… agreement.
(3) I can be reached by phone ……… 404099 or by mail ……… the above address.
(4) Could you please ……… that you received the revised ………?
(5) Please let me ……… your idea and proposed agenda ……… the morning.

II. (C) Match the two parts to make small talk questions.
(1) How long (a) your first visit to Paris?

(2) Where (b) my colleague, Tom, before?

(3) What about (c) your business there?

(4) Is that (d) have you worked for this company?

 (5) Have you met (e) are you staying in?
II. (D) Write a (√) at the correct column. No 1 is done for you.
Start the Report State the
Sr Expression Welcome
meeting apologies aims
1. John wasn’t able to make it … √
2. Our objective today is to look at ….
3. We’ll be discussing for sale increasing
4. I’m glad you could all make it today…
5. Let’s get down to business.
6. It’s great to see you everyone.

(A). Your company, Honey Door, sells cleaning materials. Write a mail to your partner
company in China, informing that you have meeting in Mandalay next week, discussing on
merging two companies, managing business procedures, shareholders, product distribution,
staff issue.
(B). Prepare an agenda for above email. Include the following topics.
 Decision on amalgamation of  Product Distribution
headquarters  Staff training
 Advertising & branding

To: chinadwell.org.net
From: honeysdoor.myanmar@gmail.com
Subject: Arrangement for Meeting in Mandalay
13th March, 2017
Dear Sirs,
Following our last week conversation, we agree to proceed our merging process. This mail is
just to inform you that we’ve arranged to hold a meeting next week, on Sunday, 20th March,
2016, in Mandalay. We’d like to discuss on how to merge two companies, how to manage
our business procedures such as our Head Office will be in Mandalay or in Bejing, how
shares will be invited and invested, how to distribute the products and how to handle both
staff. As we both agree, the production will be based here. We have reserved rooms to hold
meeting and others for your stay at Mandalay Hill Resort Hotel, No.9,416B Kwin, 10th Street,
at the foot of Mandalay Hill, for three days, form 19 to 21 March. Hopefully we might
manage to discuss all matters within one or two days. We will take care of all the charges
during your stay in Mandalay. If you want to add any point or if you have any query, feel free
to contact me at any time. I can be reached by phone on 95944408970 or by mail at above
address. My mail address is waiwaithawhd@gmail.com. Attached you will find the agenda
for next meeting.
Look forward to hearing from you.
Yours faithfully
Ms. Wai Wai Thaw
Chief Executive Officer
Honey Door Domestic Trading
Mandalay, Myanmar

AGENDA
Honey Doors Trading
Agenda for meeting – 20th March, 2016
Time: 9:00 am – 4:30 pm
Location: Mandalay Hill Resort Hotel, Mandalay
Participants
Meeting chairman – Mr.Than Htike Aung (Morning Session)
Mr. Chen Yue Wang (Afternoon Session)
Honey Doors Trading China Dwell Com. Ltd
Chief Executive Officer: Ms. Wai Wai Thaw Chief Executive Officer
Chief Financial Officer: Ms. Yun Sandi Chief Financial Officer
Chief Information Officer: Ms. Lei Lei Win Board of Directors
Board of Directors & Senior Staff
Ms. Lei Sandi Wai: PA – Minutes
Agenda
9:00 Welcome and short overview of two partners
9:15 Opening Statements
Coffee & Snacks
10:00 Discussion on amalgamation of headquarters
11:30 Production Distribution
12:30 Lunch at hotel restaurant
1:30 Advertising & branding
2:30 Staff Training
Refreshment
3:30 Private meeting for each company in separate rooms
4:00 Final Discussion
4:20 Date of next meeting
AOB
Close

III. (A) Read the passage and answer the following questions.
Success is when both parties …
 feel that they have achieved success. The sense of accomplishment is very important
to the personal ego of all parties involved. Feeling that we have reached the goal we
set out for ourselves is important and cannot be underestimated. Recognize this for
the other party, too!
 feel appreciated when we feel that the other party appreciated our interests and was
interested in us, this gives us pleasure. Lack of appreciation makes us hesitate and
unwilling to continue a working relationship.
 feel that other side was fair. There is nothing worse than closing a deal, only to find
out afterwards that the other side took advantage of you. The concept of fairness is
common to us all and the basis upon which trust is built. There is no trust without
fairness.
 feel that professional and objective standards have been applied. In a successful
negotiation, the agreement needs to be based on a measurement independent of both
parties. In other words, all parties involved feel that acceptable and objective criteria
or standards have been used.

(1) The synonym of the word underestimated in paragraph 1 is

(A) fail to understand real (B) think something more (C) to form an idea
(2) The antonym of the word hesitate in second paragraph is
(A) be slow (B) be reluctant (C) be active
(3) The word take advantage of in third paragraph means
(A) make a profit (B) use good things of situation (C) make an adventure
(4) Which is not mentioned in the fourth paragraph?
(A) quality (B) discussion (C) exclusive
(5) The best title for the given passages is
(A) How to make a negotiation (B) Golden rules for negotiation
(C) A Successful negotiation
*******************
III. (B) Read the article and complete the missing information.
(a) Our people can meet more frequently at less cost.
(b) People can feel nervous and act in a different way than usual.
(c) So why has there been such growth in digital meetings?
(d) But users often find video conference environment difficult at first.
(e) But she sounds a note of caution.

A
Digital meetings: The growth in video conferencing
n increasing number of companies are turning to video conferencing to bring
people together for meetings. Experts predict that in the next 10 years, video
conferences will replace as much as 20% of business travel. .....1…..
‘The key driver behind our use of video conferencing is cost’, said Martin Pie, Director of
Corporate Communications with a multi-national engineering company. ‘The technology
means that we can save our airfares and hotel bills. …..2……
‘Video conferences also enable us to bring together people who would never
meet if the technology was not there’.
Fiona Clark, a communications consultant who advises companies about
digital conferencing solutions, is also enthusiastic. …..3…..
‘Companies have to realize that the technology is not free. Video conferencing
systems are getting cheaper and more reliable, but companies which want to use them
still have to make some kind of investment. This can be a particular problem for small
and medium-sized companies,’ says Fiona.
‘Meeting via a video link-up definitely beats discussing issues via email.
…..4…...
Fiona often recommends companies that adopt video conferencing to invest to training for the
staff who will meet each other digitally.
‘People have to realize that a meeting via video conference is not the same as
face-to-face meeting. Fiona comments, …..5…….

*******************
III. (A) Read the article. Write one of the following words/phrases in each space. Some
words need to be in the plural form.

split the difference BATNA variable deadlock reservation point

giveaway interest position target point opening point
Positions and interests
They say that negotiating is like mind-reading but the most important mind to read is
your own. If you don’t fully understand your own needs and wants from the negotiation,
there’s no point in trying to read the other person’s mind!
The mistake most inexperienced negotiators make is that they focus too much on
positions and not enough on interests. Almost by definition, (1)________ are incompatible: I
want to pay £500 for your printer, but you want to receive £1000; I want the printer
tomorrow, but you want to deliver next month; I want you to install the printer, but you want
me to do it. We can’t both get what we want. Even if we (2)________on price and delivery
date, neither of us will be happy.
That’s why it’s so important to be aware of our interests, the reasons behind our
positions. Let’s look again at the three (3)________in our example. I want the machine
quickly so I can complete a big order for a client worth £10,000. You can’t deliver quickly
because you don’t have that particular model in stock. I can’t pay £1000 because I’ve got a
cash flow crisis – that’s why the big order from my client is so important. You won’t accept
£500 because the printer will cost you £600 from your supplier. I want you to install the
machine because I don’t think I could do it properly. You want me to do it because it costs
you £50 to send out an engineer.
When we start thinking in terms of (4)________, creative solutions become possible.
Maybe there’s a way for me to borrow a different machine to complete the big order, and to
pay the full price, plus the £50 cost of installation, in two months, when the right machine’s
in stock and my cash flow crisis is over.
In other words, instead of treating the negotiation like a game of poker, we can both benefit
from being honest and open about what we really need and why we need it. Of course
openness and honesty carry their own risks: a completely open and honest negotiator can
easily be manipulated by a more cynical adversary. Revealing your interests can be a great
way of breaking a (5)________, but there’s no need to reveal too much if there’s no deadlock
to break. At the end of the day, you’ve got a duty to get the best possible deal for yourself or
your organization.
 That’s why, for each variable, it’s essential to plan three points. Start by working out
your (6)________. If you’re the seller, this might be the price you need simply to cover your
costs. Below this price, you’re better off walking away from the negotiation. You can then
decide what you actually want from each variable – the figure that would make you feel
satisfied. This is your (7)________. Finally, plan your (8)________some way beyond that
target point. This means you can show some flexibility in the negotiation and still come away
with what you want – and you may even get more than you want!
Once you’ve worked out these three points for every variable (and of course, how
they relate to each other), there’s still one vital piece of information you need: your BATNA,
or best alternative to negotiated agreement. For example, if you’re trying to sell your car to
person A, it’s useful to know how much person B would be prepared to pay. If A can’t match
B’s price, walk away from the negotiation. Even if there’s no person B, you can work out the
probability of finding another buyer, and making a realistic calculation of how much you
could expect that buyer to pay. Of course, real person A’s concrete offer of £1000 may be
worth more to you than hypothetical person B’s potential offer of £1200, but these are things
you can calculate or at least estimate. And even if there’s no hope of finding a person B,
you’ve still got a (9)________: you get to keep your car.
Finally, professional negotiators always plan a few (10)________: things that cost
them nothing, but which they can exchange for something of value from the other side. For
example, one variable might be delivery time. The supplier has actually got the goods in
stock, and is desperate to get them out of the warehouse. But he still asks for a four-week
delivery period. The customer needs the goods as soon as possible, and accepts a higher price
in exchange for quicker delivery. Of course, this can be a risky strategy – deceiving the other
person is in direct conflict with your aim of building long-term trust! But if used in
moderation, this technique can be good for breaking deadlocks.
III. (B) Read this extract from a negotiation between trade union officials and the new
owners of a factory. Answer the following questions.
Stating your position
Background: The new owners have hinted that they will try to reduce costs in the factory by
around 10%, and the workers see this as a threat to their jobs. Their trade union is threatening
to call a strike.
Trade Union representative
As we see it, there are four main issues that we need to resolve: redundancies,
outsourcing, unfair dismissals and wages.
 First of all, on the issue of redundancies in the production department, we’re aware
that you’re trying to cut costs and our members are very worried about the prospect of
redundancies. What we need is a guarantee of no compulsory redundancies for the next five
years. We’re prepared to accept a voluntary redundancy programme, but obviously the terms
would have to be very attractive to persuade people to take it.
Secondly, we understand you are planning to outsource some functions from our
factory, namely security, transport and catering. Our members from these three departments
are extremely nervous about this prospect, and again, we’d have to expect a promise of no
outsourcing.
Thirdly, four of our colleagues have been dismissed recently, for reasons that we
believe are totally unfair. We would have to insist that all four of them are allowed to return
to work, and that they receive a full apology from management.
Finally, as you know, we have had a pay freeze for the past two years, which means
that pay levels in this factory have fallen in real terms relative to similar factories in the area.
We are aware that the company made a record profit last year, and we expect some of that to
be returned to the workers. We believe a 5% pay rise for all workers would go some way
towards restoring the balance, with the promise of further pay discussions next year.
If you are prepared to meet these conditions, we will be happy to call off next week’s
strike.
Answer the following questions.
1. What exactly are the four variables?
2. Do you think the trade union’s demands are reasonable?
3. What can you guess about their underlying interests?
4. What is their BATNA?
5. What do you think their giveaways might be?